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ERP for Large Corporation - new selling strategy
By Andrew Karasev
Our opinion is based on
our Microsoft Business Solutions Great Plains, Microsoft CRM sales and marketing
campaign to large businesses in the following industries: Aerospace, Furniture,
Beverages, Placement, Distribution & Logistics, Textile, Services, Food,
Manufacturing. With the new economy recovery we see signs on the market,
signaling selling strategy change. On the other hand this is normal process and
each time you sell different, probably keeping your personal passion to sell and
help your customers. Let’s look at the trends:
IT Director new
role. If you remember old-days
sales techniques bestsellers, Joe Seemore was the guy in IT department, who
wanted to see more. These folks were actually the problem to make sales
through. Nowadays, due to the fact of open information, including all the
features, bells and whistles of the specific ERP system, CEO or business
owner, after making his own decision on purchasing a new ERP – delegates
selection research to IT director, who in turn, selects project manager and
this guy contacts analyzes the information on the internet and then contacts
ERP VAR/reseller/integrator. Again, this would be difficult in 1970th
or 1980th when internet was not yet in place and the access to the
newest systems information was not available through public libraries
No pushing sale.
IT people usually have to stick to their budgets and propose the solution to
their CIO/CEO. This means that you can not push this people to make sales
happen – so – all the sales tricks would not work, except you expertise in the
ERP system you sell
Prove your
expertise on your website.
Again, as you see – information is free and open today and you have to provide
this information to your potential clientele to have them call you. IT folks
are doing their duties and searching on google, yahoo, msn, altavista.
No face-to-face
meetings. When you do sales,
based on your expertise, you can expect going beyond the regional market
borders and have nation-wide calls. You should be ready to do presentation
over the web session, and close the deal over the phone or skype.
We believe that future
ERP system sales will be mostly done to the specialists, not to the top and so,
the selling strategy should be adjusted. About the Author Andrew Karasev is Chief Technology Officer at
Alba Spectrum Technologies (
http://www.albaspectrum.com ), serving Microsoft Great Plains, CRM, Navision
to mid-size and large clients in California, Illinois, New York, Georgia,
Florida, Texas, Arizona, Washington, Minnesota, Ohio, Michigan
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